During this 1-hour session, we covered important topics for tour operators including:

👉 How to create, market, and sell attractive and appealing tour packages that resonate with the corporate market

👉 Proven tactics to navigate around gatekeepers and get seen by corporate planners

👉 How to avoid the trap of endless customization for each corporate client with a simple, scalable corporate menu

👉 Navigating the lack of pricing guidelines or industry standards for corporate tours and how to determine your optimal pricing strategy

👉 Real-world examples of corporate landing pages, sales funnels, and simple but effective nurturing sequences...

👉 Explore proven, budget-friendly marketing strategies that effectively get your corporate offers in front of the right decision-makers

By watching the replay, Kelsey will help you find and reach profitable corporate clients for your tour business, even if you've struggled in the past or don't know how to get started selling corporate tours.

Nikki:

I'm Nikki. I'm the marketing director at Resmark Web. Thanks all for joining us. Every month if you didn't know, I'm sure you guys are getting my emails, which is why you're here. We try to bring in valuable industry leaders, people who we really think could make an impact on your tour business.

This month, we're obviously bringing in Kelsey, Kelsey Tonner. He's the founder of Guest Focus. We actually had him on a few months ago, and he spoke about how to consistently sell more tours and it was a really good training. So if you want to go watch that replay, all you have to do is head to the Resmark Web website. We have a full training section of recent replays and that's where this training will eventually go to.

But if you guys don't know, Kelsey is extremely knowledgeable about the industry. He's worked with tour operators for over two decades as a mentor, consultant, speaker, guide, trainer, and tour leader. Since 2015, Guest Focus programs have helped over 2000 tour operators in over 75 countries around the world. Probably a few of you guys too.

So Kelsey also regularly attends events and conferences, so if you're going to any this year, make sure you say hey. We're going to be going to Arival and AO. Kelsey, are you going to any conferences this year?

Kelsey Tonner:

Absolutely. Abby and myself will be both at Arival, and a handful of things peppered through the fall, so hopefully we'll get to see people in person.

Nikki:

Awesome. Yeah, that's the best. Whenever you're seeing people virtually, you've seen them throughout the year virtually, and then you actually get to see them at the conferences. That's the best feeling ever.

But if you guys are all ready, make sure you follow Kelsey, Guest Focus on social media. I really enjoy their Instagram and YouTube channels. Actually, probably don't know this Kelsey, but I'm somewhat new to the industry about a year into it, and that's how I gained a lot of my own training. That's from your training, so thank you. So anyways, guys, I'm assuming you're all here to learn how to get more high paying corporate clients, so let's get this going.

Kelsey is going to share a few resources at the end, so make sure you stay to the very end so we get those. You'll want to take advantage of them. Also, like I said, replay will be on the website tomorrow and I'll send out an email tomorrow. By the time this uploads, I'll be asleep because I'm in France. So all right guys. Without further ado, I'm going to pass it over to Kelsey.

Kelsey Tonner:

Beautiful. Well, good morning, good afternoon, good evening, and good night. I absolutely love that greeting from The Truman Show. It usually captures the broad spectrum of people that we have to these workshops. Thank you so much for making time here today. I hope you're staying cool if you are like us in the Northern Hemisphere.

If you are able to flip on your video, just a heads up, I absolutely love that because it's an opportunity for me. I am able to see you here, and so if I see really confused looking faces, sometimes I actually call it the Tucker Carlson face where he kind of squints down and just looks really confused. If I start seeing that appear too much, that's a good indication to me that hey, maybe I got to revisit that point. Maybe slow down. I've not really been accused of being a slow talker, so that's part of the reason why I would love for you to have that camera on. Obviously flip it off at any point if you need it, and we can communicate via the chat. Otherwise, all that great Zoom etiquette, we'll keep ourselves muted. The first step that I'm going to do is flip off my notifications, which I realize I did not do. I'm going to see if this screen share works.

Let me know in the gallery. Where'd you guys all go? There you are. Of course, when I shared my screen, my chat disappeared, so give me a moment to pull that back up. There you are.

Awesome. Okay, so just a quick thumbs up. You guys can see that, corporate tour blueprint. Hey, fantastic. Okay. I'm just getting a small warning that my own internet connection is just flashing a little bit unstable. So what I might do is I'm just going to flip off my video there, just so that we make sure that those slides are coming through nice and crisp.

This is our topic here today, Corporate Tour Blueprint: Your Playbook for Profitable Repeat Business. The goal here today, get you some really practical tips, let's say some recommendations to find and reach profitable corporate clients for your tour business. Even if you've struggled with it before, maybe you don't really know how to get started selling corporate tours.

Okay, the arrows work? The arrows do work. This is something I'd like to start with. Why is this topic kind of crucial at this moment in time? And I guess maybe a first thing to start is, what are corporate tours? This is kind of a catch-all term. Maybe you use it in your business differently than others who are here today, so I just want to nail that quickly.

Corporate tours are essentially travel experiences that are organized for businesses or organizations. They can serve multiple purposes, from team building retreats, incentive trips, to executive meetings, perhaps in exotic locations.

So we believe that every tour operator should explore the potential to create and sell corporate tours and experiences. But I do also want to call out that this is not for everyone. Not every geographic location lends itself well to a corporate strategy, and anyone that's telling you otherwise may not be telling you the truth. So it's worth exploring though at this moment in time, for a couple of reasons. Let's just go through those quickly here.

One of the major perks of diving into the corporate world is the possibility of regular repeat business. If your corporate offer is a hit or you're able to maintain key relationships, you're likely to see corporate clients return and come again and again. This doesn't mean just a steady cash flow for you and your tour business, but also sets you up for some solid business growth in the long run. If we can continually add new corporate clients and some percentage of them stick around, you can see how that would compound.

Another major upside is that opportunity for premium pricing. Corporations have larger budgets for high quality experiences, events, client entertainment, or incentive trips, you name it. You can easily achieve up to 60% gross profit on corporate tours. And another perk, avoid some of the commissions that many of us are charged by online travel agents and resellers. Nine times out of 10 in that B2B format, those higher profits are something that can stay with you.

Thirdly, with corporate tours, you're primarily dealing with a single point of contact. Not always, but you are planning into the future. You can often set this up to get paid in advance or at least a sizeable deposit. And so it can be easier to forecast your cash flow, organize your team. And if you think about it, you're selling high value contracts to individuals versus for those of us that are selling group tours, we are talking about hundreds of sales, one at a time, one conversion at a time.

Revenue, diversification, and seasonal balance. This is great. Tapping into the corporate market can diversify revenue sources, making your business more resilient, but it can also counteract that seasonal nature of the tourism industry. Unlike leisure tourists, many companies schedule their events or trips or they have needs during off-peak seasons. This can be more steady income flow year-round, and can help offset what is sometimes that feast or famine cycles that we sometimes experience as tour businesses.

The last one here really has to do with demand. Think about this moment in time, the moment through the pandemic, and now into post-pandemic. This rise of what? Of hybrid work. It's created a demand for real-world experiences that can bring people together. The people who are working remotely, the people who are in person. There's continuing demand there, and then obviously everything in between. Your corporate experiences can solve this key challenge, this new challenge that businesses and organizations around the world are navigating together, making this a great time to potentially expand your offerings.

Part of the reason, and I guess to justify why we are leading this workshop at this particular moment in time, is that is not just my own personal experience here. We at Guest Focus have built a team of 12 tour and activity business coaches, and it came up during one of our chats that two-thirds of our coaches do over a million dollars a year in corporate sales, and we kind of had this jaw drop moment and be like, "Whoa, wait, wait a minute. Can we really put together a boot camp or a roadmap where you can share some of the best practices? How did you grow to that level? How are you consistently attracting and retaining leads, customers in this corporate space?" And so this corporate boot camp is a core part, let's say, or a key element of our Guest Focus tour business coaching program.

And Arva, she runs Frying Pan Adventures. She's actually in Dubai. She came in and did this corporate boot camp. She got the corporate playbook, and she highlighted what I think was amazing about what our coaches have done there.

It's about getting this stuff done that makes you money. Super practical. None of the theoretical high-level stuff. This is working smart, fast, with templates and tools done for you, so much better than you could have done for yourself, sitting at your desk plugging away. Arva has transformed her business because of these resources.

I'm simply mentioning this, that if you are interested in moving beyond the session today, feel free to book a call with one of our coaches. It's a free 45-minute call, guestfocus.com/resmarkcorp. I think Abby can pop it into the chat. We do have a handful of open slots. If that's something that you're interested in, we'd invite you to have a conversation, because we can go much deeper. And if you're really interested in hearing what some of our coaches have done in this space, we'd love to share that with you.

We also have a special gift. We love hooking up our Resmark super fans, and Nikki, we've always got something special hookup up for you, so this is part of that program. We're going to give it to you for free. 8 Profitable Corporate Tour Niches. Stick around to the end of the session today. We're just going to give you that free of charge, just a nice little PDF that gets you thinking about what are some of the places that you could dive into the corporate market. We'll actually cover it a little bit here in the workshop, but that is a full playbook.

Okay, you are in the right place even if you're facing these kinds of challenges. I really want to hit these. Maybe you're drowning in the day-to-day. The idea of adding corporate tours to the mix feels like climbing Everest. You just want a roadmap that takes you from overwhelmed to consistently maximizing your corporate sales. If that describes you, you're in the right place here today for this workshop.

Maybe you've been at this a while. I see some gray hairs out there. I see some folks who are probably doing this for a long while. You got some experience. But probably what's happening is you're snagging corporate clients, but they're kind of just finding you.

Raise your hand or give me a hands up in Zoom if that's it. It feels like you're kind of shooting the dark. You want more of that, but you don't really know how to do that B2B marketing. That might be something new to you. You want to zero in on the right corporate market. You want to find the right pricing. You want to make every shot count.

Maybe you were in that fortunate position where you've got corporate sales each year, but scaling that up is another beast. You're kind of hitting a plateau. You want systems to keep your sales pipeline flowing. You want to close more corporate deals. You want to make sure that opportunities aren't falling through the cracks, which can easily happen with the longer sales cycle with a corporate tour. All this to say you are in the right place.

I talked a little bit about the background of the coaching team here today. That to me is all you need to know about some of the best practices when it comes to corporate training. I was a tour leader for many years. For the first part of our post tour leaving career, I basically led tours in 40, 45 different countries around the world with backwards tours, day tours, multi-day tours, got into guide training to be up at our guide project. We launched to help create a community of people who cared deeply about creating memories of a lifetime for travelers.

That was our business model. We've been coaching and training for a very long time now. Spoken as Nikki mentioned, about 35 international industry events. We were approached by operators. We'll skip through all this stuff. Bang, we got to Guest Focus. Our mission is still the same. We want to help fill the world with engaging and inspiring experiences, but now we're a lot more focused. We wanted to build the world's best coaching program for tour business owners. That's what we do every day. Empower coach, inspire people like you to create extraordinary guest experiences and those profitable tour businesses to go along with.

These are some of our coaches. I want to just give them a quick shout out. So Avital from Avital Tours has just launched her corporate offers in 12 cities around the world. Someone who is very, very good at scaling corporate enterprises.

Any of you have heard of Midgi Moore up in Juneau, Alaska? She has a number of private and corporate experiences and a really robust funnel, like I said, for consistently selling to corporate year after year. The same thing with some of our guest coaches, John LaVerne, who's down in Charleston with Bulldog Tours who does as mentioned, well over a million dollars a year in corporate sales.

And one of our guest coaches is Andy. I don't know if we've got any Texans here, they usually let us know. But this unforgettable corporate events in Austin. Andy has shared a lot of the best practices that I'm going to give you here today.

Let's start with this question. Why is it that more tour businesses don't get the results they're after in the corporate market? Well, there's a number of mistakes. We're going to go through each one of these mistakes, and then I'm going to show you what to do instead. Sound good? Give me a thumbs up if you're still here, you're awake, splash some water on their face. We're getting into the good stuff.

First mistake, failing to choose a niche within a corporate market. Okay? By trying to appeal to every segment of the corporate market, many tour business owners dilute their marketing message, and they struggle to stand out from their competitors. They struggle to communicate what the value proposition is, so this is the first thing we want to identify. This is an example of kind of a generic catch all private and corporate page. Some of you very likely have this. We derive all traffic for any type of custom booking or private event, whether that's a bachelorette experience, whether it's a team building for a company, whether it's a school trip or something like that, we just drive them all to one unified page, and it talks about how great you are basically.

So this is what we want to do instead. We need to explore these different corporate niches that you could potentially cater to. We want to align your services with the expectations of those different sectors. I actually want you to think about how you're going to adjust, tweak, or change your product, your sales, and your marketing to highlight that unique value proposition.

So firstly, before choosing a niche, let's identify your strengths and expertise. And maybe candidly, what are some of the opportunities in your area? Consider which types of offers best align with your current tours.

For example, are your existing tours or your existing experiences, maybe they're particularly good for team building activities or client entertainment. If your tours can easily be scaled up to larger groups, then maybe you want to focus on events. The mice meetings, these types of things.

But we have one of our coaching members focus... She basically runs Tesla tours. I don't remember if I had a picture. No, I don't think I put it in, but we had a picture Heather. She's over in San Francisco in the Bay Area, and she has a number of Teslas, and she kind of does these VIP high-end Tesla tours.

Well, she does have corporate offers and she's added this corporate revenue stream to her business. But obviously, her tours and her vehicles don't lend themselves at taking 30 people, 50 people, this type of thing.

But in terms of client entertainment and engagement, "Hey, we've got a VIP partner or VIP customer coming into town, and we want to make sure that them and their family, they have the best time possible when they're in San Francisco." Get out to Cedar Redwoods, get out to the wine region. Well man, oh man, does Heather have the exact tour that fits that particular corporate niche.

Basically, we want to have be able to answer this question. I help these specific people. I help solve this specific problem. We encourage this on the other side of your tour business, 100%. You should do this in your corporate offer. That means you're going to say no to the vast majority of the corporate market, flipped on its head.

Then of course, we're going to develop a dedicated sales page. Let's go through just as a high level... I don't want to go through these in detail. But here these are snapshots from the free PDF that we're going to give you.

So the first example is team building experiences, right? Companies of all sizes, big and small, are on the lookout for ways to foster unity, team cohesion, etc. This is often a go-to that we think about.

Here's another potential example, seasonal or milestone celebrations. These might be year-end parties, holiday gatherings. There's less of a focus maybe on team building or a challenge and more just on celebration, maybe milestones, or year ends.

The client entertainment and engagement. That's what I just talked about with Heather and her VIP Tesla tours. Meetings, events, and conferences. If you are in a city where there is a steady flow of these meetings, events, or conferences, well, these could be trade shows of all different needs. Then you can organize tours and experiences that might align with the themes of those events and tack them on before or after.

Here's some sample landing pages from members of our coaching program. And obviously, the screen's a little bit small. I don't expect you to get all the text, but I want you to get the feel for how this page is different than the generic pages that we were looking at before or that you might have on your website.

So best client entertainment events and gifts, transform ordinary client entertainment gatherings into unforgettable memories. Here's a different page, Avital, same coach, same company, but a different landing page for a different corporate offer. Unique corporate holiday party experiences. Man, we know exactly what is happening on this page, and we can now get into the value proposition, the offer. We can have testimonials from past people who have organized corporate holiday parties or experiences with you. Those testimonials wouldn't make sense or wouldn't be appropriate for client entertainment services like, right? We're like, "They helped me through a great holiday party." It's like, well, that doesn't tell me if you were able to successfully wine and dine VIP, customer or client.

Does that make sense? Any questions in the chat? Feel free. As we go through. I'll be keeping an eye in there if you do. Otherwise, I'll assume that was perfectly clear. I'll move on to the next mistake. Please at any time use that chat and then we'll make sure we have some time for Q&A at the end. Mistake number two, failing to design specific corporate experiences.

The needs and preferences of corporate clients are different than the average traveler, and so your corporate tour design should reflect that fact to have a best-selling experience, and to have what we call product market fit. Okay?

So implementing our Guest Focus formula, which if you hadn't heard that before, this is essentially our methodology when we're doing our coaching, which is we start with a clear idea of our ideal target client or ideal target guest. But then we do something that we call a guest deep dive. Essentially, these are in-depth conversations with some of the people that you're looking to serve. In this case, your target corporate client.

You got to get a good sense of, what are their goals, what are their needs and their priorities? If you can understand those pain points and the dream scenarios of who you're serving, you're going to be able to create corporate tour packages that align with those expectations.

If you can understand, the KPIs is a great word to keep in mind when working with companies. What are the key performance indicators for this particular experience or for the role that somebody is in? If they're in culture, okay, how are we measuring success here? How are we going to know if this event, if this corporate experience accomplished our goals?

As mentioned, that guest deep dive is how we do it. This is the key question you want to be asking those corporate clients that you're looking to serve. What are your biggest challenges or frustration when it comes to? Insert your corporate niche.

As you can see, the answers to those questions, this very specific question is going to be wildly different. If we think about working with local school groups, versus working with bachelorette experiences, versus working with conferences that are cycling through maybe in your area.

Here are some of the common challenges that we see when working with corporate recruit groups. It's hard to please some of these groups who have diverse interests. And maybe they're brought together by their jobs and not a lot else. Organizers, some of the key people that you'll be working with, they often have limited time. They've got other jobs, and nine times out of 10, this is something that's just put on their lap or it's another thing to do. And it may not be either their favorite part of the job or it might be something that comes with a fair amount of stress. The stress or concern over supplier quality, there's obviously a great deal. You can imagine if Nikki was responsible for doing this for Resmark, we're going to bring the whole Resmark team together. Nikki is going to be feeling the weight of making sure that I choose properly, that we find a supplier that actually does a good job. Are they able to accommodate whatever? Maybe it was dietary restrictions or the different needs of our group. That stress is real.

Boss and managers may have different KPIs or their priorities might shift. And companies want their staff to feel appreciated, but looking for novelty. Meaning because they're doing the same thing season after season, year after year, they are looking for new experiences. Perhaps they have set budgets. So these are just some of the common challenges to sort of prepare you as you enter this space.

What I absolutely love here, I'll just read out loud. I imagine that's pretty small for you, but Heather we were talking about earlier, when she put a testimonial onto her corporate landing page, it was important for her to make sure that her clients were represented in that testimonial. This isn't about using your other guest testimonials. Those might be appropriate, but the most effective testimonial would be something like this.

"Planning staff functions is usually exhausting. I put so much time into it and no one actually wants to go. Thank you so much for designing a day for us that was actually fun. I really enjoyed working with you and your team and everyone was happy with how it turned out. Even my boss. I'll definitely call you again to book next year."

Notice that if you or Nikki was in a position that, what's her name here, Rachel was in. Wow, wouldn't this give you that peace of mind? Wow, that is the exact situation I'm in. Those are the exact kind of concerns or pressures. What a powerful testimonial that zeroed rate in to your ideal target corporate client.

So why do the guest deep dive? Why take this beat before you rush right out? Because empathizing, appreciating, and deeply understanding your target clients or your target guests really is your secret weapon. Any questions on that? Keep them coming in the chat.

Let's go on to mistake number three, over-customization for corporate clients. Many tour operators, I know many of them in our coaching program. We've worked with 150 plus companies at this stage, and many of the folks that are working on their corporate side of their tour business are making this mistake. We're overly customizing every aspect of these corporate offers for each individual corporate client. While it's important to cater to specific needs. As you can no doubt see, some of you may even be in this situation. It becomes inefficient, it becomes time-consuming. It limits your ability to scale. It eats into your profits. And with that time consumption for you or your team, that comes with huge opportunity cost, right? So what do we want to do instead? I introduce you the power of a corporate menu. This came loud and clear from every single one of our tour business coaches.

Instead of customizing for every corporate client, your goal should be to develop a corporate menu of a limited number of best-selling offers. I would start if you're new to this, with one core offer, maybe two or three. But ideally, even your corporate menu can just start with one core offer. You're going to identify the common themes and needs among corporate clients, and develop either one or a set of offerings that can be adapted to different preferences, or put another way.

The key to having success here is to productize your corporate tours. So productize your corporate tours, but then work hard to make them feel personalized. This is the secret sauce. It's going to save you and your team time, resources, and allow for more efficient operations and scalability. Upsells and experience boosters, this was something that Andy from Austin Eats when asked what was some of the secret sauce, he came and gave an hour presentation. It's part of this corporate roadmap, part of this corporate boot camp. And he said one of the key discoveries for him was upsells and experience boosters. We want you to build this into the corporate menu.

What are these? Well, they are a range of add-ons or upgrades for your corporate clients, and they can be selected based on their preferences. So as you can see, just to clarify here, we're going to have these preset. They are offered to all of your corporate clients and three to five maybe on the max. We don't want to overwhelm here. We don't want to get into 6, 7, 10. That can be overwhelming, but three to five seems to be the sweet spot.

This allows for what? It allows for personalization while maintaining that efficiency and scalability. It also is genius because if it's going to help you close sales. It gives people flexibility, while still maximizing your average order size. This is the right, here down. Andy Potter from Austin Eats says, "I could usually double or sometimes even triple the amount of revenue per guest," let's say, "That was coming on a corporate experience through these upsells."

So they might come in saying, "Hey, I've got a really strict budget. Boss says I got to hold this," but then what do we do? We dangle a whole bunch of really great upsells, and experience enhancers, and what do you know? The purse strings open up, and suddenly they've got a package that suits their needs. Well, you can still work with those other corporate clients that do have a more strict budget. "Hey, let's land the contract. Let's not go over budget." You've always got the base offer, but you're maximizing the opportunity to increase the revenue per contract. I think I put some examples in here, just to how simple this could be.

The experience enhancers are going to vary depending on your niche, the corporate niche. But let's have a look here. So I think this was from a food tour, and I think it was team building focused. So let's go with the one on the left here, a curated wine pairing.

So you can with one click, or we can add for you a curated wine pairing experience at each tasting stop showcasing local British Columbia wines. Oh, that's pretty cool. That might be a nice thing to do around the holidays or maybe we had a great year. So as a little extra, why not add that in? An exclusive venue access. After our team building food tour experience, if you would like to reserve a private dining area or a venue that's not open to the public, you can end your tour in style. So we'll talk about that at the end I guess.

The third element here, experience enhancer, a professional photographer. Have a photographer capture your experience, providing high quality photos for your teams, for your marketing departments, etc.

Now, I'm not saying, and hopefully you're not taking it this way, that these are the experience enhancers that you need to use. But what I do want to highlight is that you should know the pricing of these and you should have reliable suppliers or contractors who could consistently deliver this to your corporate clients, right?

So you already know the pricing ahead of time. You're going to be able to put it inside the corporate menu. And you ideally have people who are reliable enough suppliers that when you needed to add it, you could do it.

Anything else I want to say about this? Inside... Oh, I did. Look at me. I did include a couple examples here. Inspiration for your next corporate event. Be part of something different. There's an example from Melbourne Private Tours. This is Arva. Again, it's very small, but what I'll highlight here is on top, this is her Arabian Culinary Adventure. So if you are in Dubai, and guess what? There's a whole heap of very large multinational businesses in Dubai. Well, here's their three-course food crawl that's in the gray, and then they have three optional add-ons. You can add a baklava, souvenir, and a coffee. It adds 30 minutes, and it's only what appears to be 180 dirhams per person to add that experience enhancer. There could be premium refreshments and it looks like an elite arrival, a premium coach service to and from your tour.

So what I love about Arva's options here is that ideally your upsells and experience enhancers are solving problems or giving an easy button to those corporate clients. "Hey, if you want us to take care of the transportation, we'll pick you up, drop you off, no problem." Here's that sort of one-click upsell, so to speak.

Here is another example, I think, of some add-ons and upgrades. This was a mixologist or I guess a drink-making bartender type experience. Hey, if you want to have a professional cocktail shaker, it's $35 per shaker if you want to add that up. If you want to add some additional snacks, these are premium snacks it looks like, $125 per person. And supersize your kit. I think you can get an extra number of cocktails.

So do I talk about the... Yeah, I'm going to talk about the sales funnel. It's actually the very next thing that I'm talking about. It's like, boy, I should really talk about sales funnels here. Sometimes even surprising myself here.

All right, mistake number four, no dedicated sales funnel. Is this making sense so far? Give me some thumbs up. Is this useful so far? All right, love to see it. Beautiful. Keep some love coming in those comments. What are we talking about with a dedicated funnel?

So of course the mistake is we don't have one. A significant error tour operators make is the absence of a dedicated sales funnel explicitly for your corporate clients. By overlooking this, you are going to consistently struggle to efficiently convert corporate leads and lose out on potentially lucrative bookings.

So first and foremost, I would encourage you to collect emails efficiently on this now very specific, very unique. Again, we're niching down. We're following our Guest Focus formula. We're going to say no to a lot of different corporate opportunities. We're going to pick one, we're going to focus on it.

But effective way to do this is by creating a simple opt-in form where potential clients or leads can receive what? Can receive your corporate tour menu. Remember, asking for too many details at this initial contact point can deter leads. Keeping it simple increases your chances of capturing contact information from the lead.

Let me just see. Do I have... I didn't. I actually want to just show you this in action, so if I go to... I think this is going to work. I'm just going to give you a little VIP, some behind the scenes here. I can go to... Let's see if this one works. Yes. Okay, so this is a little bit zoomed in, but I'm going to show you.

This is Vancouver Foodie Tours. This is one of the templates that we provide for you in our coaching program. This is exactly a fully optimized landing page and what it looks like, but notice here what we've got. When I'm talking about a sales funnel, here's a great really down to earth example that I would encourage you to enter in. One is the start of booking. Your primary call to action is, "Hey, let's do business together." Let's fill out what is often let corporate intake form. This is that more detailed form where we're going to ask about the estimated group size, the budget goal per person, if we have a preferred event date, if there are additional comments, and of course some information.

But this, if you have this already, we're missing out on the opportunity to do what? To collect email addresses with a much simpler email capture. Because many people who go to that primary corporate intake form, they will get stuck or hung up. One, Nikki, I'm going to pick on you this whole workshop. Nikki's in the process of researching and planning that Resmark thing. You know how Brendan is? He's coming down, he's whipping the whip. He's like, "I want 20 options. I want them all under budget. I want it on my desk by yesterday." So she's going website to website, collecting information that she can present to the decision makers. Let's see.

So she may not have all this information yet. I don't know if Mark from accounting is going to be coming. I don't know even the exact date. I'm just in what? I'm in the information collecting phase. But on here you'll notice... I'm not going to go through the whole page because we don't have time, but we have withheld our pricing, but what we can then do with a corporate menu and pricing, our secondary call to action is, "Hey, get pricing and details for your next private event, pricing available immediately upon submission." And so now all I need is Nikki's email address, and she can have the corporate menu and pricing. And because we're using this highly efficient corporate menu with preset upsells, we can already present to her the pricing. We're going to eliminate or try to eliminate the 25 back and forth steps as they're asking about pricing. "I want this. Oh, hey, I want a bubble machine. Oh, hey, can you do this? Hey, can it be on the moon?" All of that we're going to try and eliminate and get right to our pricing and details.

Now, I think... Yeah, I won't have time to do it, but in there we actually have the whole email funnel. Once I've got Nikki's email, you better believe folks like our coaches now have an automated six-part email series that's going to be following up with Nikki, that's going to be checking in. I might even be sharing some testimonials. I might be overcoming some concerns or hesitations that I'm guessing that Nikki's got. And what am I doing? Of course, I'm driving her to our corporate booking form. And then we talk about how this is all automated back end. When Nikki is ready and we've convinced her with our super corporate menu, and we've been in touch, and we've added intimacy, and she built trust that we're actually going to do what we say we did, she can come back and fill this out. And this actually enters her as a new deal, and we can move her through the various stages of that deal, including sending a proposal, getting it signed, getting money, etc.

But notice here that capturing email addresses is the top priority for basically your secondary call to action. This is just the formula. There's other ways you can do this. This is the way that we recommend. This is the way that our coaches make millions of dollars every year. Emulate before you innovate.

The next step up is that email automation. That's going to put corporate leads through what? A nurturing sequence. It's going to educate potential clients like Nikki on the problems you solve for companies. It's going to showcase your success with other clients and guide them back to the next step in the sales funnel.

For some of you, that might be filling out a corporate inquiry form. For others, it might be jumping on the phone with you. Maybe it's a link to your Calendly, or ScheduleOnce, or way that they can quickly get on your calendar and have a conversation about their needs for the upcoming event.

Okay, I saw a question, Cheryl saying, "How do we get them to start of the funnel?" Bingo, bango, we cover that in the corporate tours roadmap coming up.

Implement clear next steps. We want to ensure every stage of your funnel has clear actionable next steps. That's the important part of a funnel is that any point, if it's done well, wherever your lead or prospect is, it should always be crystal clear what the next step is. That's not always the case. There's a lot of funnels where people kind of fall off or there's uncertainty. We maybe haven't had regular touch points, so they should always know what the next step is.

Mistake number five, let me just check our time. Uh-oh, we're cooking, we're cooking, let's do it. No marketing budget. So ambiguous marketing campaigns can deter our operators from successfully, essentially getting the interest of corporate clients. To make an impact on the corporate market, it's necessary to implement marketing strategies that are specific and strategic.

So if we're wondering, "Hey, am I going to have to put some marketing budget toward this? Am I going to have to put some effort towards getting the attention of these leads?" Absolutely. There's no shortcuts here. You 100% are going to have to be thinking about marketing.

Here are some, I would say low-hanging fruit or some places that you can start. Firstly, leverage personal and community networks. We're moving really, really fast through this to kind of give you the big picture. So if you're feeling overwhelmed, that's a totally normal thing to feel. Like I said, if you want to book a strategy call, we can get you access to something that really breaks this down into a step-by-step process. But just to get the high level so you're feeling good about the whole process, this is a great place to start as we now move into getting the attention of some of those leads and prospects. Recognize and exploit to the best of your ability, your personal and community networks as potential channels for reaching corporate clients.

Remember, most people that you know are associated with some type of company or organization. It could be for their work, it could be for their passion, for their hobby, for their volunteering. And depending on your corporate niche, they can serve as rich sources of potential leads. Don't underestimate the value of these personal referrals and how valuable your community networks could be.

I'm often saying that yes, it's important in time to segment your email list into corporate leads. And we're going to be obviously emailing and providing content to those corporate leads. That is different from the email marketing we do, let's say to travelers.

That being said, don't hesitate from time to time reminding some of those travelers or some of those people who have booked with you in the past who might be from the local area, who may have brought some of those visiting friends and families on your tour. Remind them that, "Hey, we do this type of experience or activity for groups, companies, and organizations."

Search for your corporate experiences in your area as if you were your own client. This is a great thing that we recommend when you're doing any kind of marketing. Try and put yourself in the shoes of your ideal target client, in this case. So start going to Google just typing it in. You very likely are in your geographic area, so Google is going to be serving you very similar content to the leads that you are trying to reach.

Let's go back up one here.

Gather competitive insights by Googling for these experiences. Try and get pricing, read reviews, investigate the companies that are their customers. What is pretty hilarious sometimes or a bit of a... I don't know if it's funnel hacking or exactly what it is. We've already highlighted that many companies are looking to do what? They're looking to have new and novel experiences, right? They're maybe tired of just going out to Long John Silver's for their year-end holiday party. Maybe they've done most of the things that your city has to offer.

So here is how you can find those people, is that if other companies are doing a good job, they should have what on their website, especially their corporate landing page? They should have some logos. Hey, we've worked with these companies before. Hey, here's some testimonials.

And if I was doing some funnel hacking, I'd be looking at those companies. I'd be saying, "Interesting. I didn't know they had an office here. Oh, that's interesting," and we can do some cold outreach to those companies. And like I said, you now have a great point of great point of contact because you have a corporate venue. "Hey, is there someone on your team that I could share this with? I'd love to hear more about your needs." For again, corporate niche over the course of the year.

Reselling to past customers. Your previous customers, including some of those past corporate bookings that may have trickled in, if you're in a position where you had never had a corporate booking, of course this isn't applicable to you. But those past corporate bookings are a goldmine of opportunities and are often overlooked. Acquiring a new customer costs way more than retaining an existing one. Your past customers already trust you, they've experienced the service you offer. They're more likely to spend more on your experiences than a first-timer likely would. And that's especially true for corporate clients, that might be seeking recurring, dependable experiences for team building or client entertainment.

We want a specific marketing strategy, I.e. something that is automated. It is a system to follow up with your corporate organizers. Not only asking about their experience and feedback, but asking about their upcoming needs.

Keep in touch by sending them monthly newsletter with helpful content, interesting opportunities, or maybe exclusive early access to new offers. You want to be the first name that comes to mind when they think of an experience for their corporate needs. We want to systematize this and automate it. This is what our coaches have done.

Andy, who's down in Austin, he automated... I don't know if I put this in here, but yeah, asking for referrals. So this leads perfectly into the next point. So Andy was working with, I think it was Dell.

And a Dell group, just one department came in and did their food tour experience. They had an amazing time, and he had the wherewithal to put in a system in place that after that experience, they would have a month follow up where there would yes, be an email, but there would also be a phone call where they would follow up and not only ask about their upcoming needs, but, "Hey, are there any other people that work in your company or any other people in your network that you think might be interested in joining us for a similar experience?"

And through that system that he implemented, he now does between 18 and 20 different corporate Dell groups a year, year, after year, after year, each one of them in excess of 15,000 to $18,000.

Now obviously, Dell has some big old headquarters near Austin, I'm guessing. But this is the type of opportunity that is there. You might think, "Oh wow, it was great that this company happened to work with us," but we may not or often are overlooking just how valuable that contact could be. Especially if you wowed and delight them, knock their socks off, and they're an advocate for you and your corporate experience.

Inside of our corporate roadmap, we go through what we call the eight recommended or eight core marketing strategies. Here, we just hit on what I would say is some of that low-hanging fruit, the stuff that isn't going to cost a huge amount of money. But know that we go through about five or six additional marketing strategies, including outreach on LinkedIn, including content marketing where we actually... Now that we have collected email addresses, what are we going to send to them?

You absolutely need to be segmenting these corporate leads and treating them differently than we would our email marketing in the rest of our business. We go through using ChatGPT prompts to really help you with those different marketing strategies, but time has dwindled mercilessly, and my goodness, I need to take a drink. And then we're going to recap and try and bring this all together. Get your questions ready.

Beautiful. Cheryl and Roseanne, we're going to get to those questions. If you've got them here. Nikki, we can also do an unmute as well, but let's get through the recap and then we'll get onto our Q&A.

What were those mistakes? That's a big takeaway. Showed up today. Let's just make sure that we're not making the mistakes to start. Failing to choose a niche within the corporate market, right? Instead, choose that niche, and actually say no to the vast majority of corporate opportunities that might be in your area, okay? Own a particular niche, to stand out and become the go-to choice.

Mistake number two, failing to design specific corporate experiences. You're leaving a lot of money on the table if you are just driving companies to your existing tour sales pages and be like, "Yeah, we can just do this for you. Here's the per person pricing."

Not only are you overlooking what are probably some of the different needs, wants, desires, and pain points that corporate groups have, but we're also not realizing the profit potential. Your value that you can deliver to a corporate entity, to an organization is significantly higher than the perceived value that we deliver to individual tourists. And so we actually want to design a specific corporate experience so we can differentiate it.

So if somebody does come back and say, "Well hey, I just looked at your food tour experience. Can I just book a group of 12 on there?" You want to have a good answer as to why they shouldn't do that or why your corporate offer is so much better. And by the way, those experience enhancers go a long way to making sure that happens.

Mistake number three, that over customization for corporate clients. I know some of you have probably pulled out your hair over contracts that you thought it looked like a big paycheck, but at the end of the day, my gosh, the headache and the hours spent, it may not be worth it.

Mistake number four, no dedicated sales funnel. You guys can still hear me, right? Thumbs up. Beauty. We talked about the importance of that sales funnel and having a primary and secondary call to action. A secondary call to action. This is a longer sales cycle. We want to capture that email address and we want to have a dedicated sales funnel.

We do need to have a marketing budget. Fuzzy marketing is not going to cut it here. Be targeted. Leverage your existing network and customer base for referrals and repeat business. And like we said, we're going to treat this as a separate... It's almost like a separate business, right? At the end of the day, if you look at what we're doing here, you're adding a separate business to your business. That's how you want to approach it, and that's going to make sure that you don't confuse, you don't blend. Once people are in one part of your website, once they're in one sales funnel, we're going to treat them very differently and we're going to meet them where they're at because they have different needs, wants and desires and others.

Okay. As mentioned, if you are kind of wondering what is in this Sell More Tours corporate bootcamp, we did do it live, but it is now recorded and it's now just part of our coaching program. Abby, we can pop that in the chat, but at guestfocus.com/resmarkcorp, that's just a link to book a free strategy call. It's not really a sales call. Essentially, it's just one, if you have more questions specifically about your business or maybe want some help choosing a corporate niche or determining if corporate's the right fit, then leverage that free time with a coach to do that. But we'll also be able to answer some questions about what this roadmap actually looks like.

Garvan, he's over in Dublin. If you figured out all this corporate stuff yourself, you might be able to come up with 10 to 20% of the processes and systems, and that would take you a year. This is all done for you already step by step. Save your creative energy for what matters. This was Garvan after completing that corporate bootcamp just in the fall.

So this is all that's included, understanding and evaluating the corporate opportunity, creating that irresistible corporate menu, actually having templates that we can give you. We have a dedicated sales funnel. I'll answer that question. It's a great question about some of the software that we recommend. I'm happy to answer it here on the call as well.

How to launch a focused corporate marketing campaign? We didn't get into the launch here today, but a launch is a great idea when you have a new corporate menu to make a big splash, let people know about it. Let all your partners know about it. All your past guests, no matter what part of the world they're from, a launch is a really great idea.

The whole premise was that let's get three months of work done in just three weeks. We include a corporate experience pricing calculator that we got from one of our coaches, the client proposal templates and tools, real-world corporate landing pages like we looked at quickly, and a bunch of AI powered prompts.

All right, we have three live Q&A sessions with business owners doing over 1 million in corporate sales. You can learn more if you want to book a strategy call, but let's get this link in. This is the place we started, isn't it? Eight profitable corporate niches, guestfocus.com/resmarksellcorp. This one is just going to get you this PDF, and hopefully it's going to get you that first step in determining if it makes sense for you to pursue this corporate opportunity, and eight places that you can potentially get started.

Okay. We have a bit of time I think here for Q&A. Nikki, feel free to pop back in. I'm going to see if I can turn my video back on and not crash everything. Let's see if I can do-

Nikki:

Yeah, so we answered Cheryl, I believe. How do you get them to the start of the funnel? But Roseanne had asked, and she asked a good question, "What systems do you use for this automated communication?" As we were going through, I believe it was the automatic emails. Is there any that you can [inaudible 00:51:37] Kelsey?

Kelsey Tonner:

Yeah, absolutely. Automation is great if you are serious about growing and scaling this, right? If you're just sort of like, "Hey, I'd just love to get a few more corporate clients, but I don't really want to put a bunch of effort in," and you see there's a good amount of work that we're doing here. Building the corporate menu, building these opt-ins, these funnels. This is only if you want to get serious about adding this as a revenue stream in your business. So that's kind of the first point.

But if you were making that choice, and you want to go for it. And like we covered at the top, there's a lot of really compelling reasons to do it. Almost all of our coaches, their corporate revenue very quickly dwarfed the revenue that they were getting from group tour sales. So it can be extremely profitable and a good choice for your tour business, depending on your circumstance.

So what is the tool? The short answer is if you're just getting started, ActiveCampaign is a great place to start. What's nice about ActiveCampaign is it kind of combines a CRM and your email service provider, right? So a CRM is one of the key tools for tracking leads or prospects through the sales process or a sales pipeline, if you will. So because this is a B2B space, the sales process looks different. As many of you here know, I don't have to flog this point too hard, but it's different than just driving them to a landing page where your Resmark booking system can process a payment and get them in the door. We're talking about a longer, usually higher value contract. That is often a multi-step process.

And so by having a sales pipeline within active campaign, when somebody fills out that form, like the one that you saw on the page there, that automatically creates the deal and automatically puts them into the deal flow.

Now, there's all kinds of triggers and automations as we move people from one stage of the deal to the other, which is, hey, have they confirmed the date? Have they confirmed the final number of people? Have they confirmed any dietary restrictions? Those might be conditions before you move that deal into the next stage, which might be, "Okay, have we sent the proposal, have we collected the deposit?" Etc.

So active campaign can then also set up that opt-in form. So remember how we said, "Hey, if you want that corporate menu Nikki, just pop your email in here. We're going to send it right to you, and then I'm going to drip six emails to you over the next two weeks." That can all be done with active campaign as well.

So active campaign is a sweet spot. It's a nice entry level, let's say. It's not going to break the bank. You can probably get started between 25 and $50 a month, to give you a sense of it.

There are free ways that you can do this. But like we said, if you're planning to scale this, then it's time to start investing in the tools that are going to do this for you.

If you are, let's say, doing lots of corporate sales and you want a more robust platform, that's when you'd start looking at things like HubSpot would probably be the next step up or Salesforce potentially. But those are sort of all-inclusive, I think, do you guys use HubSpot Nikki? Is that something that you are regularly using?

Nikki:

We went from HubSpot to GoHighLevel. So GoHighLevel was more of an agency thing for marketing agencies, so I would recommend it unnecessarily for tour operators. But we've used HubSpot, used it with previous companies, extremely powerful. It's really great-

Kelsey Tonner:

Extremely powerful. And to give you a sense, one of our guest coaches was Akila McConnell who's down in Atlanta, and she does enormous volume of corporate sales. And she had two full-time people on her staff who are managing deal flow and communication back with all of these corporate clients.

She implemented HubSpot. And to give you a sense of the cost and the features she was using, she was probably spending around 15,000 to $18,000 a year on HubSpot alone.

But by building out the system and the automations, she was able to essentially let go of that second employee. So now, she was no longer paying $50,000 a year for that employee, and one employee was able to do the work of two because of all the automation systems, trackings, deal flow, etc., all in one tool.

So sometimes these tools can appear expensive, but we really have to start appreciating just how much time they can ultimately save us as a team or us personally, and always remember to weigh in those opportunity costs.

Yes, you could do a lot of this in Google Sheets. You could figure it out in Trello or in Airtable. But keep in mind that while you're doing that, while you're cobbling together lots of pieces of different software, that's all adding to maybe a fragility. It's adding to things breaking down, things not working, and it eats up a lot of time. So that's why our recommendation from our coaches when we said, look, where to start, ActiveCampaign was just one recommendation. There's other options out there. Hopefully that gives you a place to start for software.

Nikki:

I've used ActiveCampaign. For those using Resmark, cruise control is another great way to do the automatic emails as well, so make sure you have that set up. Another question, Kelsey is, "Who is the best person to contact when I reach out to the company? Is it the HR manager, or some team leaders, or anyone else?" This is from Lavon.

Kelsey Tonner:

Yeah. Lavon, as you can imagine, it depends a lot on your corporate niche. And then, what we're typically doing is once you've had a few interviews with people, that's when you can start to inquire about what are some of their job roles, their sales titles, etc.

I think you've got the good gist of it here. Sometimes it might be the HR manager, sometimes it might be the team leader. I think eventually, when you get to the stage where you're doing some of that cold outreach via let's say LinkedIn or you're doing calling to some of the businesses and organizations, a better position is highlighting, "Hey, this is what we do. This is the value proposition. Here's the offer. Here's how we can help." You ask that to the business. "Who is the best person to speak to about that?" Don't come in with any assumptions, because nine times out of 10, you're going to end up irritating many people along the way.

So I'm always asking for, "Hey, who is the best person to speak to?" When I'm doing that type of cold outreach. And sometimes that can be done really efficiently by contacting some of those admin folks or secretaries, the folks who are answering the phone. They have a really good sense of the organization, and they can sometimes very quickly just with a phone call. Those people get a lot of email. Yours will very candidly often get overlooked. So sometimes, phone calls go a long way to just getting the right person.

Nikki:

Thanks, Kelsey. And there's one more question. I think the last one was the answer from Xavier. "How much effort do you put in before collecting payment or deposit? In the past, I've put in a lot of work, only for the corporate client to back out after the contract has been sent."

Kelsey Tonner:

Yeah, yeah, absolutely. Hopefully you see here, if you saw that section of the workshop here today, we're trying to avoid this very thing from happening because you're not doing some of that custom work. I'll address in a moment here if you do want to do that type of custom work, but notice how we're protecting ourselves against that. Notice how you're going to have to say, and it'll be tough because you'll be tempted. People will come, and offer lots of money, and say, "Well hey, I just need this. Hey, just change this." And you say yes enough times, and you're getting yourself back into that same hole. What you want to focus on is that productizing of the corporate offer.

So basically, all you're doing when you have a corporate menu in an upsell is that you're not doing any work, really, right? These are the offers. We've already put in the legwork. We've already done our pricing. Here's the upsells. We're just confirming the details, and then we're sending you a proposal. Proposify is a great software, just another quick win for those that are looking. Some people use that. You can use other things like PandaDoc. I think some of those allow you to have the signing and paying of an invoice all at one time or the deposit. That's a nice thing to do.

But let's say... It was Xavier, wasn't it? Yeah. So let's say Xavier, you do want to do that type of custom work. One, I would recommend drastically increasing your prices. So productize where you can.

And then let's say somebody is coming in and they just have the most money in the world. They're just like, "No, I really want this." Put a scary price tag on it, 3X to 5X what you charge for that regular thing and see if they bite, because that's probably going to be more reflective of the risk that you're taking on, that either they're going to back out.

Another way you can counter that risk, Xavier, is to take the deposit. It's like, "Hey, we don't do anything until you put down a 1,500 non-refundable deposit," right? Pretty good. And then if they're pushing back, it says, "Hey, it sounds like you might be interested in checking out our corporate menu. Most companies find that they're able to find something in there that'll suit your needs, and be happy to work with you, customizing the margins." With that corporate menu, if you're including pickup and drop off, and changing the location of the pickup, and changing the location of the drop off, it's if it's included, of course that types of small customization, that's simply putting it into active campaign or texting a driver a different location, no worries there. But I'm really talking about those fundamentally changing the nature of the experience itself.

Hey, can we add another stop? Hey, we really wanted to go to that restaurant. These requests will come in, and the very best thing that you can say is no or yes, but it's going to cost you. Hopefully that helps a little bit.

Jen's asking, "Hey, what's the pricing for the strategy call?" Free. Yeah Abby, nice way to nail it. Yeah, it's just something that we do as a way to connect you with either myself, I've got some availability in my own calendar next week. And obviously, I'm really passionate about helping people succeed with this corporate stuff. Last year at Arival, Nikki, we had I think some 30 or 40 businesses jump into the program and they really doubled down and focused on this corporate, and it's so rewarding. It's amazing, this sort of promise. But getting three months of work done in three weeks, when you just have a roadmap to follow, you've got best practices to implement. We're talking about potentially adding 50,000, $100,000 up to your business depending on where you're at. So it's really fulfilling work when you can have that kind of impact in a short period of time.

So I'm so excited for all of you, if this is something that you're looking into. I really hope that this gave you some insights. And regardless of whether you want to talk to us, our coach or not, I hope you go there and crush it with your corporate experiences.

Nikki:

Awesome. Lavon did ask another question if you have just another minute to respond, and then we'll kind of head out for our last question. But he did say, "How to deal with cases when a company is already working for a competitor for similar experiences? Employees may not be interested in change," to provider, I guess. So I guess he's just making this statement. Okay.

Kelsey Tonner:

Yeah. Hey, welcome to capitalism. So how badly do you want it? Let's differentiate. Let's go in and beat the budget. Let's go in and talk about why you might be a little bit more, but here's why it's going to be worth every penny. You don't have to be cutthroat either. It says, "Hey, those guys do a great job. Maybe three months from now, six months from now, you could give us a try and then we'd be happy to take it one step at a time." But if I was you, I would expect that type of competition and I would be ready to answer any questions, so that you're putting your best foot forward.

The irresistible tour description framework that you've seen certainly does apply to corporate offers, but that's what's nice when we are able to provide that landing page. We have a number of those best practices built in, where we're really putting your best foot forward. We're building in social proof to that corporate landing page, as well as that corporate menu.

As well as, by the way, that thank you page. We didn't even talk about the thank you page. We got all kinds of best practices. So I'll just give it to you as one bonus. Because once you get me going, you won't stop me.

So they download that corporate menu. Nikki says, "Okay, great. This is the 20th one. I don't need one more. What do I get then? Well, I want to build intimacy."

So then we have this nice message from me. It says, "Hey there, thank you so much for downloading this corporate menu. We've been working with companies and organizations over the last 10 years and providing really meaningful team building experiences. It's something we're really passionate about. Look, while I've got you, if you know some of the information about your upcoming needs, why not take a moment to do, what? Fill out the corporate intake form."

Wow, what a beautiful touch point that we know every single corporate lead that downloads that menu is going to go through. Let's add a degree of intimacy. Let's personalize that interaction with just a recorded video, and then invite them to take the next step in the sales funnel. Who knows? Maybe nobody else invited Nikki to put that information in, or just because of that personal invite, she said, "Well, I don't have the final numbers." That's a good thing to keep in mind. Don't make it mandatory or say, "Hey, this is the final number of people." That number often shifts in the time between you start negotiating with a lead or a prospect and the end date. So don't feel like we need that information right now. That can come in a different stage of the pipeline. So make sure that the wording in the form captures that.

Roseanne says, "Extremely helpful." I love that. "Any specific resources, strategies for small business startup in this area?" Yeah Roseanne, emulate before you innovate. If you can find other people that have done this, then absolutely look for the best practices that they're doing. Jen, "This was so well done." Thank you. Hey, my pleasure. Working on all this right now with both companies. I'm out of doing it for two companies, bonuses. Beautiful. Anything else, Nikki or Abby, that we may have overlooked?

Nikki:

No, that was wonderful. Anybody, if you have any additional questions, you probably have my email. I probably emailed you the registration or the confirmation, so just shoot me an email. I could get you in touch with Kelsey too if you need to. Thank you all for joining. We do these once a month. If you have any specific trainings that you want out of Resmark, a special guest you want on, please let me know. I'm the one that kind of filters in people to try to give you the most value, so just feel free to reach out to me, shoot me a call or message-

Kelsey Tonner:

You betcha. Let her know if you want anybody to come back too, because we have a lot of fun when we do this.

Nikki:

I love feedback. You want to have Kelsey back, then please let me know. We'll have them back regardless. So I'm sure you guys wanted that-

Kelsey Tonner:

Wonderful. Thanks for all the great comments, everybody. And like I said, Nikki will be sending over those links as well. If you want to have a strategy call with the team, love to have you. Otherwise, we'll see you in the next workshop, and good luck with those corporate experiences.

Nikki:

Bye guys. Have a good one.